psych unit 19

which of the following is not part of the proposed triad of trustworthiness?

attractiveness

what are the three characteristics of a speaker that makes him/her more trustworthy when delivering a persuasive message?

authority, honesty, likeability

what is compared to a "recording" that always happens in the same way every time?

fixed action patterns

the peripheral route to persuasion takes advantage "trigger features" that activate sequential behavior in animals and humans. What is this sequence of behavior called?

fixed action patters

which of the following is an example of manipulating the trustworthiness of a speaker?

have the speaker present his/her message as educational or objective information

exposing participants to weak arguments before presenting them with strong persuasive messages helps participants resist persuasion. What is this effect called?

inoculation

persuasion is most effective when individuals are:

not feeling that their freedom to make a choice is threatened

which processing route relies on hueristics?

peripheral

__________ relies on psychological techniques; whereas, __________ emphasizes communicating objective information.

peripheral route processing; central route processing

what is the process by which a message induces change in beliefs, attitudes, or behaviors?

persuasion

physically attractive people experience many benefits in life. Particularly, more physically attractive people have an easier time persuading others. Which characteristic is an example of why this occurs?

physically attractive people are perceived as having higher moral character.

Tracy enters a car dealership interested in buying a new car, immediately she is greeted by a salesman offering her water or soda and a cookie. The salesman is likely relying on what social norm to help persuade Tracy to buy a car?

reciprocity

when a bartender offers you a free taste, you feel obligated to purchase the drink. This is an example of:

reciprocity

Elsa purchased concert tickets about two months ago. Today is the concert but it's raining out, meaning Elsa would have to purchase an umbrella and rain boots if she still wants to go. Why is Elsa still likely to be persuaded to attend the concert?

sunk costs

the reason that a foot in the door sales pitch technique works is that it

takes advantage of your need to be consistent

why do some salespeople try to start a new interaction by asking for something small from a potential customer? (just answer one quick question)

they know getting small acts of cooperation may lead to larger actions in the same direction

what is the most effective way to protect from being persuaded?

to accept just how vulnerable we are

what is one of the implications of the triad of trustworthiness

without carefully considering the facts, people will believe in someone high on the three factors

listening to your friends advice for the best place to get ice cream over an ad that states the same place as the best ice cream shop in town is based on what technique?

word of mouth